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Table of Contents

DefineYOUR BUSineSS SeRViCeS

STATUTORYReQUiReMenTS

CReATeA MARKeTinG PLAn

LeGALASPeCTS

inSURAnCePROTeCTiOn

TUne UPYOUR WeBSiTe

TAXATiOnReSPOnSiBiLiTieS

COnTinUinGPROfeSSiOnAL DeVeLOPMenT

fOLLOW UPPReViOUS CLi-enTS

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DefineYOUR BUSineSS SeRViCeS

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Business structure to operate under & why chosen

Having decided to set-up a business to start operations in 2013 a

name needed to be chosen. Based on market research undertaken

it is often “the best way to be remembered was by using your own

name”, for example “if friends of the bride” admired her wedding pho-

tographs they were more likely to remember you if your name was

attached to the photographs. Based on this i have decided to name

the business Sue McArthur Photography.

i have decided to operate as a Sole Trader. This business structure was

chosen to operate under as it affords me the room to be creative and

to be able to operate independently. i am thinking of operating as a

small business, as i do not want the workload to be too arduous at

this stage, and take more of the “suck it and see” approach of building

the business up slowly over time.

Location

The location decided upon is to be in my own home studio, set up

in my front room. i have decided that my home studio, is suitable

to shoot product photography, fine art, and portraiture, subjects that

are along static lines, so that is the market i will aim for, to shoot in

this location. i will also endeavour to have a web based business and

online presence and meanwhile i will need to have a supplementary

income in the inital stages of my business.

i am aware that Customer Service, Branding, Creativity, networking,

and Publishing, are all important components to the success of the

Business and that a website is critical, networking is critical and cus-

tomer service is critical.

Despite having considered working as a sole trader, i would consid-

er taking someone from home, on a job with me, when there is not

enough employment e.g. flatmate or partner as an assistant if and

when required for an outside job.

When it comes to photography have a memorable busi-ness name

Become known as having a speciality

Create yourself a brand logo that can be identified

Place this branding logo on your sta-tionary

STATUTORY REQUIREMENTS

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Statutory requirements

independent contractors tend to run their own businesses and are gener-

ally free to negotiate their own fees and working arrangements. They may

provide services to a wide range of clients. independent contractors who

think their contract is unfair or harsh can take their case to the federal Court

or federal Magistrates Court. The hallmark of a contract for services is that

the contract is one for a given result. The contractor works to achieve the

results in terms of the contract. The contractor works on her/his own ac-

count and enters into a contract for a specific series of tasks. The contractor

maintains a high level of discretion and flexibility as to how the work is to be

performed. However, the contract may contain precise terms as to materials

used and methods of performance, and still be one for sevices. The contrac-

tor maybe expected to carry her/his own insurance policy and generally

provide all their own assets and may work at a number of locations and gen-

erally sets their own hours of work. Payment to an independent contractor

is based upon the performance of the contract and they are responsible

for their own expenses, they are is likely to advertise their services to the

public at large. An independent contractor may delegate all or some of the

tasks to another person and may employ other persons. The contract usu-

ally specifies who is to provide the plant and equipment. This is usually the

responsibility of the contractor. The work would be performed in accord-

ance with agreed schedules and consistent with the obligations under the

contract. The contractor usually invoices the person who engages them for

their services and usually deals with her/his own tax. A contractor usually

agrees to the tasks beforehand. The contract governs the tasks that must be

performed. Get an ABn Australian business number (ABn). You don’t have

to have an ABn , but it may help you to register for GST and other business

tax obligations. if you choose not to have an ABn , other businesses can

withhold 46.5% of payments to you.

WHS requirements

You need to ensure a safe working environment for clients and staff, by en-

suring adequate rest breaks, and providing ergonimic desks, and adequate

lighting and heating. You must ensure that there are not trip hazards in

your environment and that all electrical goods meet with safety standards.

You need to provide a medicine kit and emergency phone numbers to be

placed in a visible position within the work place and store chemicals in a

safe place.

A contract for ser-vices is that the contract is one for a given result.

The contractor works to achieve the results in terms of the contract.

The contractor maybe expected to carry her/his own insurance policy.

STATUTORY REQUIREMENTS

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WORKPLACe HeALTH & SAfeTY COnTinUeD

Significant changes under the new Work Health & Safety legislation that will im-

pact on agencies & their officers. There are significant changes that will impact

particularly for research and media (photo shoots, television commercial produc-

tions, digital media etc) productions where agencies work with other parties

– multiple duty holders. Under the WHS legislation the employer – employ-

ee determination of who has duties & obligations and who is to be protected

from risks to their health & safety significantly changes to a more encompassing

concept of PCBUs i.e. persons in control of a business or undertaking; and a

broader definition of workers that extends beyond the employment relationship

to include any person who works in any capacity in or as part of the business

or undertaking including an employee, labour hire staff, volunteer, apprentice,

work experience student, subcontractor and contractor. for first time in rela-

tion to health & safety a specific positive duty of care for officers (due diligence)

has been introduced. The definition of officer under the Corporations Act now

applies to PCBU officers i.e. senior management with decision making responsi-

bilities and where Officer duties cannot be delegated. The new positive duty of

care requires officers to:

Acquire & keep up to date knowledge of WHS

Understand the nature of their business operations, hazards & risks

Use appropriate resources to eliminate or minimize risk

Have appropriate processes for receiving & considering information & respond

in timely manner. implement processes for compliance. Verify that risks & haz-

ards are being appropriately controlled. The PCBU primary duty of care requires

that the PCBU must ensure the health and safety of workers, customers and

visitors by eliminating or minimising risks at the workplace. The PCBU duty of

care is determined by activities. A PCBU will owe a health and safety duty if in

the course of conducting the business or undertaking if it: engages or causes

to be engaged (through sub-contracting) a worker to carry out work. Directs

or influences work carried out by a worker. Has the management or control of

the workplace in which work is done. Designs, manufactures, imports, supplies,

installs, commissions or constructs plant or structures or substances for use as or

at a workplace. The WHS legislation clarifies the perception held by some that

when working with other parties such as production companies in making a

television commercial or with photographers & studios that they do not have a

duty of care for all engaged. Under the WHS legislation all parties are multiple

duty holders with a shared primary duty of care.

Acquire & keep up to date knowledge of WHS

Verify that risks & hazards are being appropri-ately controlled

All parties are multiple duty holders with a shared primary duty of care.

CREATEA MARKETING PLAN

Clients are your best ambassadors. Use mail out promotions and grow

your database of customers. You need to show your photos on clients

walls to grow your business, for example getting animal photos up into

Vet’s surgery and on to their website, to get your work shown. Try to

create a market that doesn’t exist. e.g. offer a children’s karate team

a shoot with a green screen behind, then in fill it with some dramatic

dragon theme. Time your promotions to meet a season event. Build re-

lationships with other vendors, where you can share clients in the slow

periods, e.g. share a space or expense to promote the two relationships.

establish an ambassador program, for example photograph a business,

e.g. a clothing store, to give them a reason to talk about you and have

your photos up, so that you are being seen by the right audience. You

could photograph for a good cause, to give back to the community, or

for charities. if doing promotions for charities you need to be super or-

ganised, and also try to get assistants who will work for free on the same

cause. Get your contacts at the grass roots level by going around to

vendors and asking them. Produce a couple of 4x5 proof photo books

to hand around, these can be your mini portfolio, to show potential

customers, these should show a variety of work, so you don’t get pigeon

-holed as only doing weddings, so that clients realise you shoot babies

or portraits for example. Try to do a very good business card, printed on

high quality paper, and with not too many images on the card, if at all,

as they’re too small to see. You’re better off to have a good website, and

a plain business card printed on good paper. Your website is important

because people can look and refer to it online on their phones whilst

you’re talking. Sitess like livebooks are good, because your photos look

good on phones, tablets, etc. and it makes you look good.

Determine your Target MarketHigh school photography, promote yourself to affiliated companies, say

a limousine company, dress hire companies.

Join sites similar to http://twobrightlights.com/home.php - which sub-

mits images to blogs and magazines in just minutes, to get yourself fea-

tured. The more times a client can see your photographs for example

on your website and then again hanging in your gallery it gives them

the chance to comment on your images and reinforces your brand.

Build a relation-ship with other vendors associated in your field.

Remember that your clients are your ambassadors

Have a consistency in your style on your website

Dont have similar photos that look alike on your web-site or the clients lose interest

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Marketing

if you wish to make commercial use of a person’s likeness, then you need to obtain their consent via a signed Model Release. in a photographic context, commercial use does not mean the sale a picture, but rather the use of a person’s likeness to endorse some product or service, or to entice others to buy it.

Copyright only applies to the published duplication of original works, such as books, paintings, dramatic works, prints, drawings, motion pictures, DVDs, audio recordings etc. Generally, copyright in photos lasts for the life of the creator plus 70 years.

Ownership of a photo varies depending on the cir-cumstances under which it was taken. A photo is pro-tected by copyright automatically from the moment it is taken. for photos, unless there is an agreement to the contrary, the general rule is that the photog-rapher is the first owner of copyright. if an employee takes a photo as part of his or her job, the first owner of copyright will be the employer. if the photos were taken for “private or domestic purposes” (such as fam-ily portraits, or wedding photos), the first owner of copyright is the client, unless the photographer and client agree otherwise; however if they were taken for any other purpose (e.g. commercial shots), the photographer will be the first owner of copyright, un-less the photographer and client agree otherwise.

Consent for general child photography remains pure-ly an ethical and moral issue, not a legal one.

LEGAL ASPECTS

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Copyright only ap-plies to the pub-lished duplication of original works

Ownership of a pho-to varies depending on the circumstances under which it was taken

Consent for general child photography remains purely an ethical and moral is-sue, not a legal one

Copyright

LEGALPROFORMAS

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INSURANCE PROTECTION

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The type of cover i have chosen is one that includes Portable equip-

ment Cover and Public Liability. This covers me for damage to third

party property and injuries to third parties caused as a result of your

negligence whilst working as a photographer. My equipment is

covered on my household policy if stolen from home as well as

covered on my travel insurance to the value of $3000.00 if stolen

whilst overseas.

i have chosen this policy on the basis of price compared to other

providers and for it’s portability whilst out of the home.

Portable equipment insurance

Underwriter: Lumley insurance

excess: $250

each and every occurrence, an addition to $250 for theft claims

from a motor vehicle.

Sum insured: $12,000

Premium: $394.84

Public Liability insurance

Underwriter: Vero insurance

excess: $250 each and every occur-

rence

Limit of Liability: $5 million

Premium: $301.71

Limit of Liability: $10 million

Premium: $422.37

Portable equipment cover

Public LiabilityHome and Contents

Travel Insurance

Third Party PropertyHome and Contents

Keeping up with technology and updating your photos on your

website is crucially important, it is the face of your business and the

key to your business. This is your store front and appears as your

studio. it is a rendition of what your business is like, it’s your gallery.

Don’t throw the website together, you need to think about how

you want to be perceived. Don’t have it so that things are difficult

for visitors to find. “Less photos are more”, in this instance. it is im-

portant to let the Client’s know who you are. Don’t have too many

galleries on your website.

i have found that it is less confusing for a customer if you have just

one style of product on one page, customers know to return there.

increase your social media presence by posting to Google Plus

once a week. You can buy the plug in from Dean Treadwell’s site

that will post for you. This plug in requires a Word Press blog. it

also requires posts on Google+ to be public. Beginners on Google+

might gain knowledge from of books that have been released by

Guy Kawasaki named “What The Plus?” Which explains a lot and

Colby Brown has written a book on Google+ for Photographers.

An unanswered question for me is “Do you need to have two web-

sites if your businesses are vastly different products, or two face-

book or twitter pages, who is your audience? “

Subscribe to The Adobe® Revel™ app which lets you access your

entire photo library from your iPads, iPhones, and Macs.

Vary your photos on your website, for example go from a quiet

photo, to a dramatic photo so that the client doesn’t become bored.

Join livebooks they do a different look for your phone as opposed

to your iPad although all based on the same photos, it is the lead-

er in professional websites for photographers, website templates,

website design and mobile iPad and iPhone sites.

Publish services are your best friends, publish to your dropbox and

export to your customers straight away.

Do a slideshow in Lightroom, publish the slideshow, that you can

send straight away to your bride for example, then she can walk

around and show her friends on her iPad straight away.

TUNE UPYOUR WEBSITE

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Your website is your store front and the face of your business

Increase your social media presence

Have a blog to in-crease your seo’s

People blog to for google more than other people to get the seo’s

Dont duplicate the same types of photos on your website your clients will become bored

SPEED UP YOUR BLOG POSTS VIA LIGHTROOM

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BLOG your pho-tos onto your desktop so that you attend to it sooner to get rid of the clutter

Keyword photos in custom text in Lightroom so Google sees it when you export to your blog

Find out what is your webmaster doing with key-words so that Google sees them

Blogs are google rich sites

TAXATIONRESPONSIBILITIES

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Depreciate equipment

Claim professional development fees

Claim home office expenses

Reporting and paying income tax

As a sole trader, you need to report the businessincome you earn (after expenses) on your per-sonalincome tax return, along with any other incomeyou earn. You pay the same tax as any other in-dividual and you’re also entitled to the tax-free threshold (the first $6,000 you earn in an income year) if you’rean Australian resident. This threshold is just about to increase to $14,000.00 in the immedi-ate future.

You can claim depreciation of equipment and also claim for a home office and 20% of all the goods within the office, but after a class discus-sion it was deemed advisable to claim this deduc-tion on only a rental property, due to the capital gains implications when claiming against your own home. it is useful for the deduction of your rental payment. You need to consider the PAYG implications of having to pay your income tax in advance on your proposed income.You can find additional information on the ATO’S website, which offers a guide such as the one below http://www.ato.gov.au/content/down-loads/BUS25193n19080711.pdf

Paying super

You’re responsible for your own super arrange-ments and may be able to claim a deduction for personal super contributions you make. You must also make super contributions for any eligi-ble workers you employ.

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Professional Development

Try to attend conventions, workshops, and short courses and meet other photographers to see how they run their businesses as well as watch-ing webinars.

investigate the ways of maintaining currency of knowledge

• Join AiPP and try to become part of their men-toring program which is to “assist photogra-phers to become viable professionals”. Also you are able to download professional con-tract forms such as Model Releases, Portrait and Wedding Contracts, and Copyright and Usage forms (see example on the following page)

• enter APPA to get authoritative feedback about your work

• Attend workshops and free events to increase knowledge and gain CPD points

• Join something that is akin to Pictage http://www.pictage.com/ which provides before-the-shoot solutions, including contract man-agement, package design and development, scheduling, and client communications. Something that offers things like after-the-shoot services and products, which photogra-phers can easily upload events and offer a va-riety of products to their clients, such as proof books, leather-bound albums, canvas prints, mounting options, greeting cards, customis-able products, and more.

Join AIPP and try to become part of their mentoring program

Enter APPA competi-tions to have your work appraised

Attend workshops and free events

CONTINUINGPROFESSIONAL DEVELOPMENT

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CONTINUINGPROFESSIONAL DEVELOPMENT

PROMOTION + FOLLOW UP BUSINESS

Promotion + follow up businessMake a ‘frequent Buyers Program”, do a promotion such as a ‘Christmas in September’ special - which offers 24 holi-day cards and 1 facebook image. Add a discount coupon in each photoshoot package to create future business. Do a promotion at least once a year, then take a look at it af-terward to see if it worked or if you worked relentlessly for nothing, and evaluate it and change it, if it doesn’t quite work, and learn from your mistakes. Have continuity to bring people back. Try to do a community project, where you give a free portrait session, to promote yourself. Try to do a promotion with a veterinarian, children’s shop and wherever you can, and analyse it afterwards to find out what worked and what didn’t work, then go from there.Get your images out as quickly as possible, mailouts, show your work on your website, become a sponsor of a prod-uct. Make your promotion lead time fairly short, to add some urgency to it, otherwise you will lose momentum, around 30 days promotion time is best, with a couple of weeks for customers to take advantage of the offer. Try to do a ‘Day in the Life Of’ promotion, say with a florist, or ‘Day in the Park’ etc. if you don’t have a studio, to help promote yourself.Try to submit outstanding photos so that you can get pub-lished. Have consistency in your work and try to make a story with your images. if you get a chance to meet a publisher and writers, so that you get to know them and are not in their faces, if you know the people involved in a publication you can lay your images out as, if you’re think-ing of their publication, e.g. if it is submitted in landscape or horizontal, because your image may not look good cropped. enter your work into contests, to try to get your work shown. if doing weddings join WPPi to enter their competitions. Always try to do your best work. Always educate your client, for example give them a proof of your work and say this is how it should look when it’s printed professionally, rather than in a photo booth, so if they have bad printing results, to take their photo back.

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Make a “Frequent Buyers Program”

Try to do a commu-nity project

Make promotion lead times fairly short

Lay your images out well for presentation

Always try to do your best work

Sponsor a product with photography

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POINTS OF CONSIDERATIONREGARDING YOUR BUSINESS

Points of consideration - learned in the classroomThink of the aspects of contracts, that they have 4 basic components:- Offer, Acceptance, intention and Legal Con-sequences. Offer must be clearly stated e.g.. what type of shots they are going to be e.g. timeless, edgy, story boards. Offers can be withdrawn at anytime before they’re accept-ed. invitation to treat, ball park estimate, eOi. Put a time for acceptance on an offer. Think about promoting a part of the offer, for example a $75 portrait of a family, which includes 1 print for this week only. Write a formal quota-tion. Make a counter offer when the Client changes their mind and wants additional services and state that the old offer lapses. Acceptance must be definite, and only what’s offered, can be accepted. This can be written, verbal or by action. intention of Legal consequences, both parties understand that it can be enforced by the law. Considera-tions, involve something in exchange for something of val-ue.

Consider doing a SWOT Analysis (Strengths, Weaknesses, Opportunities and Threats) prior to opening a business

and work-ing out what p e r s o n a l i t y type you have in business, whether it is the entrepre-neurial type or Technical type, for ex-ample so that you may, cap-italise on your strengths, and minimise your weaknesses.

Contracts 4 basic components

Offer, Acceptance, Intention, Legal Consequences

Acceptance must be definite

Leqal consequences, both parties under-stand

Considerations, in-volve something in exchange for value

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FURTHER POINTS OF CONSIDERATIONFOR YOUR BUSINESS

further points to consider

Think of having various sized frames within your office that the client may view if they want to purchase, and then have the prints professionally framed for them. Also con-sider doing a slideshow for them as a teaser, that the client can show their friends, and to tempt them to buy.

Try to create templates for your work to speed up actions and if you can buy workflow actions, that will help with your workload as well.

Shoot stock photography to add to your income and de-velop multiple revenue streams. e.g. Photoshelter and look at Photoshelter’s workshops.You can’t underestimate the value of meeting people face-to-face, for example attending photographic talks, semi-nars and workshops.

Some interesting facts from the Department of State + Re-

gional Development are as follows:- What location and how much space would best suit your business? How much rent can you afford as your starting rent and can you afford an annual increase? How long do you need to be there to recover your costs and make a profit? How long do you need the lease to be? The longer the lease, the higher the security, but the less flexibility you will have to expand or move premises. What zoning requirements does your business have? Before signing a lease - Do you have to pay a security bond or deposit? Often 3 months rent is required. What equipment and/or services are included in the lease? Do you have to pay for repairs and maintenance or a share of them? Who pays for fair wear and tear? Does the landlord have to pay for structural repairs?

Photos uploaded on facebook do better with people see-ing it, and facebook has a ranking that prioritises photos against just links for people to look at. it is a good source of marketing. 380x400 wide is the approximate image.

Have various sized frames within your office to show your clients

Shoot stock photog-raphy to add to your income

You can’t underes-timate the value of meeting people face-to-face in terms of getting work

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2012 STASTICS FOR PROFESSIONAL PHOTOGRAPHERS

iBiSWorld Market Research - a recent report on the industryProfessional photographers must differentiate themselves from everyday

people with cameras to be successful Melbourne, Australia (PRWeB) May

29, 2012. Professional photographers have recently weathered the twin

storms of subdued economic growth and a long-term downturn in de-

mand. This has resulted in a pronounced dip in Professional Photography

industry revenue, which is estimated to contract by an annualised 2.5%

over the five years through 2011-12 to total $800 million, down by 3.0%

in 2011-12. According to iBiSWorld industry analyst Anthony Kelly, “the

long-term demand for professional photography has been eroded by the

widespread adoption of digital camera technology by consumers and

amateur photographers”. Manufacturers have continued to add more

user-friendly features to digital SLR cameras and market them to hobbyist

photographers, while the amount of photography short courses and on-

line tutorials has grown. in addition to the long-term influence of camera

technology, the demand for industry services is affected by the trends in

the general economy and the capacity of households and businesses to

purchase photography services. in the current slow economic environ-

ment, householders and businesses (e.g. media outlets) are undertaking

photographic assignments that would formerly have been the realm of

professionals. The Professional Photography industry has a low level of

concentration and there is only one major player – Photo Corporation

Group. The industry is saturated with small players who are finding it easi-

er to enter the industry due to the falling costs of start-up capital and con-

sumable inputs. Kelly adds, “the vast majority of industry establishments

are non-employer operations, principally sole proprietors undertaking

wedding portraits”. The proportion of non-employing enterprises in the

industry has increased over the past five years as new technology became

more affordable and new markets opened for small players to exploit. Aid-

ed by low set-up costs, most professional photographers are operating on

their own, in either a full-time or part-time capacity. This is especially true

of wedding and portrait photographers. Professional Photography indus-

try revenue is expected to decline over the next five years. Photographers

who wish to be successful will focus on areas where they can differentiate

themselves from amateur photographers, such as superior shooting and

image editing skills, or through providing services such as school portraits

or wedding photography, where professionals are considered necessary

or worth the expense on an important day.

P h o t o g r a p h e r s who wish to be successful will fo-cus on areas where they can differen-tiate themselves from amateur pho-tographers, such as superior shoot-ing and image editing skills, or through providing services such as school portraits or wedding photog-raphy

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• Thinkofyourbusinessnameandwhetheritismemorable• Thinkoftheaudienceyouaretryingtoreach• Consideryourgoalsfortheyear-Createaplan• Haveasenseofwhatyouwanttoachieveandyourtimeframe• Bespecific• Takeactiononyourplans,andputthemintoplace• Evaluateonaregularcalendaroccassiontokeeptrackofhowyou’regoing

Concept• Narrowyourfocustoamorelimitedsetofitems.aclearspecialty• Developrelationshipswithassociatedvendorswithinthatareaofspecialitye.g.caterers,whereyou

candofoodphotography,ifyouhavemetthemthroughyourweddingphotographyperhaps.

Marketing• Investigatesettingupawebsiteforyourphotographyservices• IncreaseyoursocialmediapresencebypoostingtoGooglePlusonceaweek,andthenbuythe

pluginfromDeanTreadwell.ThepluginyouarelookingatrequiresaWordPressblog.ItalsorequirespostsonGoogle+tobepublic.BeginnerstoGoogle+mightgainalotfromacoupleofbooksthathavebeenreleased.GuyKawasakihaswrittenWhatThePlus?whichexplainsalotandColbyBrownhaswrittenabookonGoogle+forPhotographers.

• JoinAIPP• AttendworkshopsandfreeeventstoincreaseknowledgeandgainCPDpoints• Offerpackagestoyourclient’sthatmakethemattractivelikethe“twoforalmostthepriceofone

offer”,findwaystosetyouapartfromotherphotographyservices• Ifyou’redoingweddingphotography,perhapsfollowuptwelvemonthslaterwithaHappyAnni-

versaryphoto,withyourlogoattached.• Thinkaboutyourcurrentandpotentialcustomers,thiswillhelpyoubuildyourbusinessbasedon

listeningtotheirrequirments• Thinkabouttheseasons• TargetPublishersandorMagazineEditorswithyourproductiftheyfeaturearticlesofthatnature• Uploadvideosontovimeo,andyoutube• PostontosocialmediasiteswithgoodSEO’ssothatyoumaybefoundeasilyontheinternet• Createabrandawarenesswithonegreatshotthatcanbeyoursignatureshotformarketing• Createanemailnewsletter

Timeframebuildtimeintoyourweeklyschedule• foransweringemails,followinguponclients• lookingatgoogleanalyticstoseehowyouronlinepresenceisgoing• forcontinuedlearninganddevelopment• familytime• preparingcanvases,prints,onlinealbums,dvds

Budgetforyourequipment,insuranceandrunningcostsandworkoutwhatyourprofitmarginneedstobe.Includeintoyourhourlycalculationsholidaypayandsickpay,plantandequipment.etc.Printingcostsandturnaroundtimes.Makeabudgetforpurchasinglensreplacingequipmentpayingyoursalary.

CompetitionLookatothersuccessfulbusinessesandseewhattheyaredoingtosucceedandhowthatmaybebuiltintoyourbusiness.Watchwebinarsonthetipsofhowotherownerssucceedinbusinessandwhattipstheyprovide.

BusinessPlan